Vervoe's new Sales Simulations are an effective tool for hiring new sales professionals. Our comprehensive sales simulations help you identify top performers within a real day-in-the-life of sales.
Designed to be fully engaging while validating their sales skills, candidates are taken through a series of tasks, including pitching and presenting, objection handling, and closing across communication channels (email, phone, video link, documents) within an immersive CRM environment. The best part? Prospect information and use case scenarios are always unique, but the experience logic flows to cover all skills in a sales funnel.
Assessments from the Library that use the Sales Simulation
If you'd like to grab a pre-made assessment that uses the sales simulation, first you'll need to navigate to the Assessment Library tab at the top of your dashboard.
The library has had a redesign to make it easier to highlight new content types, like simulations. Users can filter via the popular chips at the top to find the simulation question type. Simulations are also now highlighted via an icon at the top of the assessment card.
As part of the release, we’ve created custom and fully responsive content for three different versions of the Sales Simulations in order to address top, middle and bottom of the funnel roles:
- Sales Development Representative (SDR) (top of the funnel): Reach out to new leads, qualify them, and push them further down the sales funnel.
- Account Executive (middle of the funnel): Following the sales process; Prospecting, Preparation, Approach, Presentation, Handling Objections, Closing, and Follow-up.
- Account Manager (bottom of funnel): Manage a portfolio of accounts, develop positive relationships, and handle customers’ needs while generating new sales using existing and potential customer networks.
Adding a Sales Simulation question to a custom assessment
If you're on our former Starter plan or a custom Enterprise plan, you can also add the simulations as a question type to any of your custom assessments. This can be found under the new "Simulations" question type from the creation stage of any question.
Once the "Simulations" question type has been selected within your assessment, you will see a drop-down menu that lists the type of simulations (e.g. Customer Service, Cyber Security, Sales Simulation V1).
Once selected, you'll be able to scroll through the list and add the version you would like to your assessment. By default, the timer is set to 1 hour for the candidate to complete the simulation.
Please note: For V1, the preview will play the generic video and will not be interactive.
The intent of the simulation is to place the candidate inside a live CRM environment where they will be working with a scheduling tool called ACMi. ACMi reflects products like Calendly where users can create events, book appointments and manage calendars among other things. The candidate will be given all of the relevant material to help them sell this product but must use their initiative and sales skills to bring it all together.
Once a candidate clicks start on the simulation question in the assessment the window will launch and the candidate will be presented with a CRM.
A guided walk-through will show the candidate what each of the information sections are and how to use them.
The left-hand panel contains a list of prospects. Each prospect has their own company data and an activity feed of interactions with ACMi the company the candidate is now working for.
The center of the screen is the core workspace that allows the candidate to drill into contacts, and where they’ll respond to each task.
The right-hand panel contains the details of the candidate's current task and a knowledge base that contains articles like Our Company, Our Product, ICP, and Plans & Pricing. The candidate must use these materials to help them respond to prospect requests and the tasks in the simulation.
Like the real world, candidates can’t go back and change a task once it has been submitted they can only progress through the simulation. Tasks also cannot be skipped due to their connected nature - meaning if one task is skipped they won’t have the required information to complete the next.
Grading and Candidate Report Card
Each simulation is automatically graded based on the expected commands a candidate should use and the outputs of those commands.
The candidate report card has been enhanced to include the subskills related to the simulation in the skills panel at the top of the card. The sales simulation question also includes in-depth review of each task including the candidate response which for AI-graded questions can also be manually scored.
If you'd like to watch a few videos to learn more about our sales simulations, or to submit your ideas of simulations you'd like to use next, check out our landing page here.